GETTING PAST THE GATEKEEPER

In any cold-call scenario, the first hurdle sales representatives typically face is getting
past the gatekeeper. Gatekeepers hold your key to success by deciding whether or not
you will be allowed to make contact with the decision-maker. Without gaining access to
the decision-maker, there is no opportunity to make the sale.

Gatekeepers can be your enemies or allies, depending on their view of you but also,
importantly, how you view them.

It is imperative to understand that your initial approach to the gatekeeper has a big
impact on winning them over – first impressions matter. Your challenge from the outset
is to reframe: see the gatekeeper not as an obstacle but as a catalyst in getting you in
front of the decision maker.

To find out you can get past the gatekeeper, download our ebook on the best approaches to use.

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